This document discusses effective strategies for selling to C-level executives (CLEs). It notes that gaining access to CLEs is challenging as there are hundreds of salespeople competing for limited CLE time. The most effective routes are having the CLE request a meeting or gaining access through someone the CLE respects, like a direct report. The optimal times to seek a CLE meeting are early in the buying process during problem recognition or late in option evaluation. The document provides a model for securing a CLE meeting by first meeting with dissatisfied direct reports, understanding challenges, and having the direct report request the CLE meeting based on strategic value.
15. Huthwaite is the world’s leading sales performance improvement organization. Founded on
scientifically validated behavioral research, our methodologies—which include the internationally
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